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Rémunération de la force de vente : une étude exploratoire des plans tridimensionnels

Abstract : This last decade, research studies investigating optimal structures of salesforce compensation plans draw from agency theory. They make fundamental contributions essentially on two-dimensional structural forms such as salary-commission or salary-bonus plans. The objective of this paper is twofold: first, extend the field of investigation to three-dimensional structures such as salary-commissions-bonus plans with a different methodology, and second, assess the competition impact on optimal pay plans.
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Submitted on : Friday, November 19, 2010 - 10:28:08 AM
Last modification on : Thursday, February 7, 2019 - 11:37:50 AM

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  • HAL Id : hal-00537744, version 1

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Dominique Rouzies. Rémunération de la force de vente : une étude exploratoire des plans tridimensionnels. Recherche et Applications en Marketing (French Edition), SAGE Publications, 1997, Vol. 12, No 4, pp. 3-14. ⟨hal-00537744⟩

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